Segments and Targets
What are the different levels of market
How can a company divide a market into
How should a company choose the most
attractive target markets?
What are the requirements for effective
Effective Targeting Requires…
Identify and profile distinct groups of
buyers who differ in their needs and
Select one or more market segments to
Establish and communicate the distinctive
benefits of the market offering.
Four Levels of Micromarketing
Targeting a group of customers
who share a similar set of
needs and wants.
Flexible Marketing Offerings
Naked solution Discretionary options
Product and Some segment
service elements members value
that all segment Options may carry
members value additional charges
The Experience Economy
Combines operationally driven
mass customization with customized
marketing in a way that empowers
consumers to design the
product and service offering
of their choice.
Business Buying Behaviour
Buying Decision Process
Buying Process the decision-making process by 'which
business buyers establish the need/or purchased products
and services, and identify, evaluate and, choose among
alternative brands and suppliers.